Susan Silma is head, regulatory business practices, at Sun Life Financial Investment Services. She is a lawyer and former regulator, and is passionate about integrating compliant practices into a positive advisor/client relationship.
How to help clients avoid panic and stay focused on the long term
Take the time to help your clients become more financially literate. It’s worth it — for you and for them.
Advisors can deliver better outcomes for their clients by getting ahead of their regulatory obligations
Advisors can build trust with clients by explaining fees
How advisors can guard their vulnerable clients from financial exploitation and avoid the risk of regulatory action
For clients, information on their investments is now just a click away. Advisors can help minimize their overreaction to market movements.
Increase engagement by focusing on your client’s goals rather than only the details of their investments
Advisors could use technology to make necessary processes less cumbersome and more understandable for clients
Advisors should use the proposed client-focused reforms as an opportunity to strengthen relationships with clients
Behavioural economics provides a framework for advisors to help direct clients to make decisions consistent with their long-term goals